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I. Find in the lesson the equivalents of the following expressions. Why are these things important in negotiating?

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II. Use the expressions from above in sentences of your own.

Lesson 2. Presentation Tips

Warm Up

I. Comment on the expression: The best audience is intelligent, well-educated and a little drunk. (Alben W. Barkley, ex-US vice-president)

II. In your opinion, what should an ideal audience be like?

Active Vocabulary

I. The following expressions will help you to give the clear structure to a presentation. Complete them using the correct preposition.

to on of off back about up for

1. To start ________, then, …

2. To move ________ to my next point, …

3. To go ________ to what I was saying, …

4. To turn now ________ a different matter, …

5. To say a bit more ________ that, …

6. To dive you an example ________ what I mean, …

7. To digress ________ a moment, …

8. To sum ________ then, …

II. Which of the expressions above are used to

· return to an important point? q · repeat the main points? q · talk about something unconnected? q

· begin the presentation? q · expand a point? q · change the subject? q

III. You can draw attention to your visuals by using the phrases below. Complete them using the words from the box.

give see point have show

_______ a look at this.
As you can _______, …
I’d like to _______ out …
Let me _______ you something …
To _______ you the background to this …

Listening

I. Listen to a stock trading company manager describe how his team solved a problem with the company's website

Part A

1. Underline the two things the manager does to open his presentation.

ask a question / tell a joke / tell a story / quote some figures

What's the significance of the following facts and figures?

__________________________________________

250,000

__________________________________________

60,000

__________________________________________

Part B

What three problems was the company having with its website?

a.________________________________________

b.________________________________________

c.________________________________________

Having improved the website, what are E-Stock's two current objectives?

a._______________________________________

b._______________________________________

Part C

5. Which graph (a, b, c or d) does the speaker refer to? q

What three things does the manager do to close his presentation?

a. he sums up his talk

b. he quotes a well-known person

c. he refers people to his report

d. he invites questions

Reading

Using the framework below, prepare a short presentation of a problem you solved at work. It can be any kind of problem, big or small. Complete the boxes on the right with brief notes. If you like, prepare simple visual aids based on the information you put in these boxes. Use the language on the left to help you structure your talk, but change it if you need to.

A Ten-Point Presentation Plan

1. Impact opening (choose one) (Ask a question) Have you ever …?How would you..? (Quote some surprising figures) Did you know …? (Quote someone well-known) (Name) once said… (Use a newspaper headline) Have a look at this… 2. Give the background to the problem OK. (Time) ago we were having difficulties with … We couldn’t … And we weren’t … 3. Ask a rhetorical question So, what was going wrong? 4. Describe the problem Well, the problem we were facing… was not … but … 5. Describe its effects Now, obviously, this was having an effect on … as well as… and… 6. Ask another rhetorical question So, how did we deal with the problem? 7. Describe the action you took Well, basically there were three things we had to do… Our first priority was to… The next thing was to… And, finally, we … 8. Ask a third rhetorical question The question is, did it work? 9. Describe the results (perhaps a graph) Have a look at this. Here are the results. As you can see… 10. Close Ok, I’m going to break off in a second and take questions. To sum up, … Thank you.

Title Background 1. 2. 3. Problem Effects 1. 2. 3. Action 1. 2. 3. Results Summary

From In Company Intermediate

Lesson 3. Negotiating

Warm Up

I. Comment on the expression: Never begin deal, a battle or a love affair if the fear of loosing overshadows the prospect of winning. (Aristotle Onassis, shipping tycoon)

II. What is important for successful negotiations? Why?

Reading

Daily life is full of negotiations that can drive you crazy. Over breakfast you get into an argument with your spouse about buying a new car. You think it’s time, but your spouse says: ‘Don’t be ridiculous! You know, we can’t afford it right now’. A morning meeting with your boss. You present him with a carefully prepared proposal for a new project, but he interrupts you after a minute and says: ‘We already tried that and it didn’t work. Next item.’ During your lunch hour you try to return a defective toaster-oven, but the salesperson refuses to refund your money because you don’t have the sales slip: ‘It’s store policy’. In the evening you need to return some phone calls, but the line is tied up by your thirteen-year-old daughter. Exasperated, you ask her to get off the phone. She yells: ‘Why don’t you get me my own phone line? All my friends have them.’ Adapted from Getting Past No by William Ury

William Ury is a co-author of the world’s most famous book on negotiating, Getting to Yes. Read the following extract from his best-selling sequel, Getting Past No. Which of the situations remind you of something that’s happened to you?

Reading Comprehension

I. In order to give the person in the extract above advice, what else would you need to know about each situation? What would you say in response to each of the people in the text? Compare your ideas with a partner.

II. Complete the following sentence in not mare than five words: “A good negotiator ______________________________”

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